The Middle Market (Probus, 1994)

This book examines the opportunities and changes in the market, pointing out the need to redefine the role of the relationship banker, build the customer franchise, and support growth through a renewed marketing and customer support infrastructure.

A multi-faceted resource drawing on the author’s extensive financial consulting experience with small business and middle market-related issues, The Middle Market presents an action plan for change that results in energized, sales-focused commercial bankers, increased productivity and efficiency, and enhanced customer service-all of which can be achieved through near-tern improvements and a lower overall cost base.

The Middle Market will help bankers rethink their approach to this important market and provide them with a pathway for winning the competitive wars.